Welcome to the Contractor Selling Blog!

The Many Voices of Joe

Watch the video below to see how I, and the many voices of Joe, teach you how to make 6 options on something as simple as a toilet flapper call. (by the way – you can use this same template to create 6 options for a thermocouple, circuit breaker, etc.)

You will see me create 6 options using the Best Ever Flat Rate Guide, plus present my top option to a customer. I’ll show you how handle it by doing Pure Motive Service, and so will you once you watch this video.

Joe Takes Your Advice

Watch the video below to see how Joe takes your advice and loosens up a bit while he teaches you how to overcome one of the top objections in the field from customers… Your prices are high, so I need to shop around.

You will see a full length presentation from beginning to end with the objection not only once, but two times. Joe show you how handle it by doing Pure Motive Service, and so will you once you watch this video.

New 3-Day Format Dates Announced

All of us here who believe in the “Pure Motive Service” model are excited to announce that this fall a new format will begin that is going to allow for more access to LIVE training at the appropriate level of instruction. These new classes which were requested by popular demand now make it more affordable and take less time as well. “This way your people can attend a Total Immersion 3-day event and begin using the material the very same week,” said Joe Crisara who is not only the class instructor but President of the Total Immersion Service System.

Customized for Your Level Of Skill

For the first time ever the Total Immersion Service Sales Training for HVAC Techs, Plumbers and Electricians will be offered to match your unique skill level. Starting this August (Dates will be announced soon) you will now be able to attend…

Total Immersion Basic Training – Send new employees to a Total Immersion Basic Skills 3-Day class to absorb the basics of connecting, creating service options and closing the deal.

Total Immersion Advanced Training – You will also be able to send higher level techs to the Total Immersion Advanced 2-Day Training for those looking to become the highest level performers.

Total Immersion Performance Coaching – You will still be able to attend performance coaching for those who are looking to manage and coach the process as well.

Includes Flat Rate App

The classes now include the NEW Best Ever Flat Rate App which can create a customized 6-option price presentation in under 3-seconds. You can also include your client’s name built right into the options. “We are excited at the prospect of our students having the best world-class tool to create options for their client’s the easy way,” said Joe (Uncle Joe) Crisara.

Power Option Sheet Template Bonus

For those who wish to be put on our Pre-Season VIP Guest List or those of you who would like more information when we make our announcement of prices and class dates we are giving away a special bonus. You will receive the NEW Power Option Sheet Template that has increased one of our client’s revenue by 83% and cut their callbacks by 92% in just 3-weeks.

Callbacks Are Costly

Callbacks are costly. Each time we go to a customer homes it can cost as much as $250 or more. In a recent discussion on Linkedin, John Whitney Jr. said, “Field service techs want the right tools and a minimum of distractions. Managers want constant contact, on-the-fly updates, and solid record-keeping. IT/ tech guys want cool new toys and the latest apps. The company wants to get the job done with one visit. And, of course, the customer wants the work done correctly and in a timely fashion. Sometimes, these goals all work together. But sometimes they don’t. What can we do to improve this situation?”

It only stands to reason that a company that considers itself a premium quality company would offer it’s customers a premium quality option for any work that it would do. If you agree that this is true, then you would undoubtedly be shocked to find out the staggering number of service companies that think they are a premium quality company but then fail to offer their customers the most premium option when given the opportunity to offer their services.

Most of the resistance to offering the highest premium option stems from the fact that sales people and sometimes owners of companies “mind read” customers and assume they would not make such a purchase due to the higher investment. The reality is that many consumers prefer to purchase quality options while spending more money to avoid the hassle of making a mistake by spending too little and receiving a poor quality product or service.